Front Line Managerial(FLM)Effectiveness

Front Line Managerial(FLM) Effectiveness
Date June 23-25, 2021
Program Coordinator: Dr. Sandeep Narula
Mode: Online

Background

Every year thousands of employees are hired or promoted into their first management roles and every year an astounding number of them fail. While strong leaders are invaluable in setting the organization’s vision, strong managers are needed to communicate and operationalize that vision. Frontline managers are the lynchpin to organizational performance and business results, but only if they are provided with the right knowledge and skill sets to do the job. While most organizations would agree with this premise, many are still struggling with how to make their leadership and development programs drive greater business impact. External pressures such as globalization, powerful competition and the increasing rate of change are compounded by internal pressures to control and lower costs, demonstrate business impact and maintain accountability for results.

What is the answer?

A tailored, talent-driven solution that satisfies the immediate development needs and business requirements while supporting the longer term operational and organizational strategy.

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Program Objectives

On completion, the participants will be enabled to:

  • Differentiate between people management and leadership
  • Use communications skills to help them in their dealings with team members
  • Manage performance throughout the year, including defining goals for team members and helping them attain these goals
  • Delegate effectively to their employees
  • Motivate team members, using a variety of motivation techniques, to help improve performance
  • Use coaching techniques (including questioning, active listening and feedback) to guide team members work

The three-day learning program will focus on the entire Management Life cycle

Building the basics
  • Transition to Management
  • Management Basics
  • Business Acumen
  • Compliance/Legal
Setting the stage for success
  • Recruiting and Selection/Onboarding
  • Setting Goals/Expectations
  • Communication Skills
  • Building Teams and Relationships
Recognizing, rewarding and growing employees
  • Managing Performance Reviews
  • Coaching and Developing Employees
  • Career Development esp. in context to Pharma industry
Keeping teams on course
  • Giving Results-oriented Feedback
  • Managing Difficult Conversations
  • Leading Change

Program Content

The Three-day content has been divided in two parts

The Role of Manager as a Problem Solver

Knowledge
Skills
Motivation
Testing the Manager on above three roles; followed by Case study and Research articles)

Improving Interpersonal aspects of Selling

Sharing and discussing to improve in-clinic effectiveness of FLMs

What Personality Hat to wear for effective supervision and leadership

Making FLM as a Proactive Sales Manager

Who Should Attend

All Pharmaceutical/Healthcare/Consumer healthcare/Medical devices/diagnostics, Field professionals working as:

  • Medical Reps/Business development managers/Territory Managers/Business executives
  • Area Managers/Frontline Managers/Field Supervisor / Key Account Manager
  • Regional Training Manager/Regional SFE manager
  • Lead specialists/Lead therapy Managers/
  • Academicians
  • Research scholars
  • Business Analyst
  • Sales/Marketing Domain specialist

Training Approach

Using case studies, field work, classroom practice sessions, and interactions. In-class discussions and hand on practice sessions will provide the opportunity for participants to apply newly learned tools and techniques which would help in gaining confidence and to apply in your own business units or organizations.

Resource Persons

Dr. Sandeep Narula Program Coordinator and Associate Professor, IIHMR, Jaipur
Mr. Deep Bhandari Executive Coach and Consultant, Mumbai
Mr. Vivek Hattangadi , Chief Mentor, The Enablers

Programme Fee

Indian Participants: Rs. 5900/- Including 18% GST
Foreign Participants: $89/- Including 18% GST
The fee covers tuition fee, training material and other resources to be provided at the time of MDP.
Early Bird Discount: Nominations received with payments on or before 4 weeks (May 24, 2021) will be entitled to an early bird discount of 10%.
Group Discount: Any organization sponsoring four or more participants to the program will be entitled to a discount of 20% on total fee payable provided that at least four participants attend the program.
Maximum Discount: Organization can avail themselves of both the discounts subject to a maximum discount of 20%.

Certification

A certificate of participation on completion of the program will be issued by The IIHMR University, Institute of Health Management Research, Jaipur.

Program Officer-Training

The IIHMR University
1, Prabhu Dayal Marg, Sanganer Airport
Jaipur – 302029, Rajasthan
Phone Number: 79764 45970 ,0141-3924700
Email: training@iihmr.edu.in

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